MKTG06051 2019 Online Sales and Sales Practice

General Details

Full Title
Online Sales and Sales Practice
Transcript Title
Online Sales and Sales Practic
Code
MKTG06051
Attendance
N/A %
Subject Area
MKTG - Marketing
Department
MRKT - Marketing, Tourism and Leisure
Level
06 - NFQ Level 6
Credit
10 - 10 Credits
Duration
Semester
Fee
Start Term
2019 - Full Academic Year 2019-20
End Term
9999 - The End of Time
Author(s)
David O'Halloran
Programme Membership
SG_BDIGI_B07 201900 Bachelor of Business in Digital Marketing SG_BSALE_B07 201900 Bachelor of Business in Business in Marketing and Sales SG_BIMFR_H08 201900 Bachelor of Business (Honours) in Business in International Marketing with French SG_BIMSP_H08 201900 Bachelor of Business (Honours) in Business in International Marketing with Spanish
Description

This subject aims to develop an appreciation of the principles and practice of relationship sales along with the practical elements of selling online.

Learning Outcomes

On completion of this module the learner will/should be able to;

1.

Distinguish between the theoretical concepts and themes of sales.

2.

Evaluate the stages in the sales process. 

3.

Utilise the professional selling terminology and vocabulary.

4.

Prepare and present a professional sales presentation.

5.

Evaluate the different business models for selling online

6.

Understand the practical components of selling online

7.

Construct a real eCommerce site

Teaching and Learning Strategies

The teaching and learning for this module comprises of lectures, tutorials and lab based classes. A problem based learning approach is used through case studies.

Workshops, readings, simulation exercises, readings and guest lecturers will also facilitate the teaching and learning in this module.

The module facilitates the integration of online selling and sales practice. The student will develop an online sales offering and then also develop and present formal sales presentation and pitch letter to a prospective customer.

 

Module Assessment Strategies

 

  1. Distinguish between the theoretical concepts and themes of sales. Teaching methods- lectures, readings, case studies, workshops. Assessment methods- individual assessment and final Examination question
  2. Recognise the stages in the sales process. Teaching methods- Lectures, case-studies, guest lectures, role plays, workshops, seminars. Assessment methods- Individual sales presentation and final examination question.
  3. Learn and utilise the professional selling terminology and vocabulary. Teaching methods- lectures, readings, workshops and guest lectures. Assessment methods- Presentation and final examination
  4. Prepare and present professional sales presentation. Teaching methods- lectures, simulation exercises and role plays. Assessment methods- Individual sales presentation
  5. Evaluate the different business models for selling online. Teaching methods- Lectures, readings, case studies, workshops. . Assessment methods- Final examination
  6. Understand the practical components of selling online. Teaching methods- Lab based classes. Assessment methods- Practical assessment and presentation.

Repeat Assessments

The repeat assessments as outlined above.

Indicative Syllabus

1. Customer life time value

· Explore the concept of customer centricity and its importance to an organisation.

· Identify the building blocks of customer life time value.

· Discuss how customer life time value and return on investment can assess the value of a customer.

· Describe how salespeople can leverage value for customers in B2B and B2C.

 

2. Communicating the sales message

· Understand the characteristics of a sales presentation.

· Identify sales presentation strategies.

· Appreciate the art of personal communication in selling situation

· Discuss the steps in preparing for a sales presentation.

· Discuss the steps involved in approaching the customer.

· Define the key components to a great sales presentation.

· Understand how to apply your sales knowledge to customer’s needs.

· Examine how important product demonstrations are in presentations.

Appreciate the International sales environment.

 

3. Negotiating for win-win solutions

· Understand the process of negotiating win-win solutions.

· Examine the common objectives that are encountered when dealing with salespeople.

· Discuss the factors to consider in negotiating with customers.

· Understand the specific negotiating strategies.

 

4. Closing the sale and the follow-up

· Understand the different closing techniques.

· Discuss the concept of rejection and ways to deal with it.

· Identify various verbal and nonverbal buying signals.

· Understand when to trial close.

· Recognise and avoid common closing mistakes.

· Explain the aspects to follow-up that enhance customer relationships.

 

5. Evaluating the different online sales strategy and strategies

· B2B

· B2C

· Mobile sales

· C2C

· B2Government

 

6. Building a online Store

· Defining the product

· The development process lifecycle

· Choosing the development tool

· Building the product

 

7. Supporting the development process

· Legal considerations

· Payment systems options

· Product logistics

. Online selling security issues

. Google analytics

· Ethical issues

 

 

 

 

Coursework & Assessment Breakdown

Coursework & Continuous Assessment
70 %
End of Semester / Year Formal Exam
30 %

Coursework Assessment

Title Type Form Percent Week Learning Outcomes Assessed
1 Sales presentation and pitch letter Continuous Assessment Practical Evaluation 30 % Week 12 1,2,3,4
2 Build an online store Continuous Assessment Project 40 % OnGoing 4,5,6,7
             

End of Semester / Year Assessment

Title Type Form Percent Week Learning Outcomes Assessed
1 Final Exam Final Exam 2 hours Final Exam Closed Book Exam 30 % End of Term 1,2,3
             
             

Required & Recommended Book List

Recommended Reading
2013-03-23 Contemporary Selling: Building Relationships, Creating Value - 4th edition Routledge
ISBN 0415523508 ISBN-13 9780415523509

Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshalls Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today.

The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features:

  • Expert Advice chapter openers showing how each chapters sales concepts are applied in the real world
  • In-chapter Ethical Dilemmas that help students identify and handle effectively the numerous ethical issues that arise in selling
  • Mini-cases to help students understand and apply the principles they have learned in the classroom
  • Role-plays at the end of each chapter enabling students to learn by doing
  • Special appendices on selling math and developing a professional sales proposal
  • Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide.

Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 .

Recommended Reading
Jobber: Selling & Sales Management 9th (ninth) Edition by Jobber, David, Lancaster, Geoffrey published by Pearson (2012) Pearson

Recommended Reading
2011-10-28 Professional Selling: A journey, not a destination Oak Tree Press
ISBN 1904887767 ISBN-13 9781904887768

The most important person in the sales process is you. Customer-focus is a critical function of the sales process, but not as critical as the focus on your own professional attitude. Professionals in all occupations are focused on self-esteem, self-analysis, and self-preservation. PROFESSIONAL SELLING deliberately challenges you to question everything you have ever known or held dear about selling and professionalism. It argues that selling is a physical skill, which requires salespeople, sales managers, and sales trainers alike to apply the simple processes of repetition and hard work, in order to have a successful outcome. If you are looking for the answer to sales success in some miracle technique or phrase in this book, then you may be disappointed. The answer to sales success lies within. This book should be viewed as part of the process of self-discovery. It is only through self-awareness of who we are, what we want to be, and what the barriers are to our potential success that we can begin to tackle those barriers in order to achieve the potential that lies within us all. The Institute of Commercial Management (ICM) is pleased to endorse this textbook. PROFESSIONAL SELLING provides a range of excellent examples and practical guidance to assist sales professionals in developing their skills. It also can be used to support study in professional selling at undergraduate level. In particular, this book is designed to cover the syllabus contained in the ICM Professional Selling programmes. All enquiries regarding these programmes should be directed to Business & Training Solutions International Ltd at info@businessandtrainingsolutions.com or direct to ICM at info@icm.ac.uk.

Recommended Reading
2008-03-17 Selling Your Ideas to Your Organization Pfeiffer
ISBN 1604910259 ISBN-13 9781604910254

If you've got an idea you want to sell, you need to do two things: scan your environment and use effective tactics. This guidebook explains how to scan your environment and provides a collection of tactics you can use to sell your idea. Using this systematic approach will make you more likely to accomplish your objective - solving a problem or making an improvement for the benefit of individuals, groups, and the organization as a whole.

Recommended Reading
2012-10-10 ABC's of Relationship Selling through Service McGraw-Hill Education
ISBN 0078028930 ISBN-13 9780078028939

ABCs of Relationship Selling 12e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This edition presents a sales process or system in a logical sequence, more than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.

Recommended Reading
2010-01-08 CustomerCentric Selling, Second Edition McGraw-Hill Education
ISBN 0071637087 ISBN-13 9780071637084

The Web has changed the game for your customers and, therefore, for you. Now, CustomerCentric Selling, already recognized as one of the premier methodologies for managing the buyer-seller relationship, helps you level the playing field so you can reach clients when they are ready to buy and create a superior customer experience.

Your business and its people need to be CustomerCentricwilling and able to identify and serve customers needs in a world where competition waits just a mouse-click away. Traditional wisdom has long held that selling means convincing and persuading buyers. But todays buyers no longer want or need to be sold in traditional ways.

CustomerCentric Selling gives you mastery of the crucial eight aspects of communicating with todays clients to achieve optimal results:

  • Having conversations instead of making presentations
  • Asking relevant questions instead of offering opinions
  • Focusing on solutions and not only relationships
  • Targeting businesspeople instead of gravitating toward users
  • Relating product usage instead of relying on features
  • Competing to winnot just to stay busy
  • Closing on the buyers timeline (instead of yours)
  • Empowering buyers instead of trying to sell them

Whats more, CustomerCentric Selling teaches and reinforces key tactics that will make the most of your organizations resources. Perhaps you feel you dont have the smartest internal systems in place to ensure an ideal workflow. (Perhaps, as is all too common, you lack identifiable systems almost entirely.) From the basicsand beyondof strategic budgeting and negotiation to assessing and developing the skills of your sales force, youll learn how to make sure that each step your business takes is the right one.

Recommended Reading
2003-10-22 The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof: The Key to Winning Sales, Wowing ... and Driving Profits Through the Roof McGraw-Hill Education

Reveals the secrets behind the phenomenal success of today's top sales professionals

In The 10 Immutable Laws of Power Selling, leading sales consultant and trainer James DeSena reveals the secret behind the uncanny success of an elite group of sales professionals who consistently break all records, in every selling environment.

DeSena shows how the most exceptional performers in the sales arena are those who act like leaders--they take the lead in meeting new challenges, and they adapt to those challenges with innovative solutions and added value for grateful customers.

With the help of stories from American Express, Honeywell, The Gap, and other top companies, DeSena teaches readers:

  • The 10 key imperatives for becoming an exceptional performer in today's selling environment
  • How to apply the principles of leadership to win and keep loyal customers, make more sales, and earn higher commissions-- even in a recession
  • How to identify clients' needs and create solutions to fit those needs
  • How to build strong relationships with customers and manage those relationships for long-term success

Recommended Reading
2008-07-07 Perfect Selling McGraw-Hill Education
ISBN 0071549897 ISBN-13 9780071549899

The USA Today and New York Times Bestseller!

Meet your sales objective and close more business in 20 minutes a day

  • CONNECT with your customer immediately
  • EXPLORE customer needs thoroughly and quickly
  • LEVERAGE your solutions persuasively
  • RESOLVE your customers questions and objections confidently
  • ACT when the time is right

"Your thinking 'What? Another book about selling?' Wrong! This book is about winning! These days, when those of us who sell need every molecule of competitive edge we can muster, Linda cleverly pulls it together for us. And she does it with a voice radiating experience, knowledge, and sincere empathy for the challenging job we all have."
--Dave Stein, CEO & Founder, ES Research Group, Inc., and author of How Winners Sell

"In five steps, Linda helps you master the process of the sales call to a tee, freeing your creativity to focus on your customer and deal with the unexpected that will always occur."
--Larry Wilson, sales leadership guru and bestselling author

"For years, Linda Richardson has been one of the top two or three sales training consultants in the world. This is invaluable material and a must-read for anybody who cares about success in selling."
--Geoffrey James, journalist and author of the popular blog, "Sales Machine"

Recommended Reading
Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships by Green. Charles H. ( 2006 ) Hardcover McGraw-Hill Professional

Recommended Reading
2003-10-10 The 10 Immutable Laws of Power Selling: The Key to Winning Sales, Wowing Customers, and Driving Profits Through the Roof McGraw-Hill
ISBN 0071416617 ISBN-13 9780071416610

Reveals the secrets behind the phenomenal success of today's top sales professionals

In The 10 Immutable Laws of Power Selling, leading sales consultant and trainer James DeSena reveals the secret behind the uncanny success of an elite group of sales professionals who consistently break all records, in every selling environment.

DeSena shows how the most exceptional performers in the sales arena are those who act like leaders--they take the lead in meeting new challenges, and they adapt to those challenges with innovative solutions and added value for grateful customers.

With the help of stories from American Express, Honeywell, The Gap, and other top companies, DeSena teaches readers:

  • The 10 key imperatives for becoming an exceptional performer in today's selling environment
  • How to apply the principles of leadership to win and keep loyal customers, make more sales, and earn higher commissions-- even in a recession
  • How to identify clients' needs and create solutions to fit those needs
  • How to build strong relationships with customers and manage those relationships for long-term success

Module Resources

Non ISBN Literary Resources

Core

Core Texts .

:-:-#160::::

Title

Author

Publisher

Year

Relationship Selling

Johnston, M.W and Marshall, G.W

McGraw Hill

2010

E-Commerce 2013, Business, Technology, Society

Laudon, K.C and Traver, C.G

Pearson

2013

Supplementary Texts

Grab their attention

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Walker G

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Oak Tree Press

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1998

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Professional Selling: A journey not a destination (epub)

Salisbury F.

Oak Tree Press

2011

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Ask for the order (epub)

Flannery, P.

Oak Tree Press

2011

Pre-negotiation: A strategy for winning (epub)

Tallon, C

Oak Tree Press

2011

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:-:-#160:::: :-:-#160:::: :-:-#160::::

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Joomla 2.5

Tiggeler, E

PACKT Publishing

2012

Journal Resources

.

URL Resources
Other Resources

Databases

Business Source Premier

Academic Source Premier

Emerald

 

Blogs 

http://thesalesblog.com/

https://www.scoremoresales.com/about

http://sellingpower.typepad.com/

 

Additional Information

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